Context: this call turned out to be a lot harder than expected.

This was not framed as a sales call, so Rayson didn't start off with having any buying intention.

Also, he just learnt my script for the application close. So it would naturally be harder to close him because he can anticipate the close.

Here are all the techniques used in this particular call

• Laughter to build rapport: The moment he stops laughing, and he falls out of rapport. It would have been super tough to continue, and it might even ruin the relationship

• Finding out exactly how much of money he has. So that I know what to offer him

• Seed Planting: "You  are going to say yes to me no matter what. Whether you say yes now, or 10 minutes later or 30 minutes later, the outcome would still be the same"

• Assumption close: Assuming that he was going to say yes. "Deep down you have already decided, you just don't want to say yes yet because you don't want to feel that you were being closed" 

• Give them a fine reputation to live up to: “This is a no brainer offer. Saying no is stupid. Only stupid people will say no. I know you’ll make a smart decision!”

• Tie down method: "You agreed you wanted to make $8k/month right? You agreed that you believe I can help you do that right? You also told me you have more than $10k right? Ok great, then this is a no brainer. 

• Consistency bias: People like to be congruent with what they said

• Handling the “think about it” objection: “bro you already know your answer la! You don’t really need to think about it one. I’ve done enough sales appointments to know whether the person really need to think about it, or whether they don’t. And in your case, you already know the answer is yes. You just wanna buy more time only.”

• Reverse psychology: “ok now you make me feel like I don’t want to close you anymore. So do you want me to close you or not? Do you want to get results or not? Cos if you don’t want, then I also don’t want. Coaching takes a lot of energy one. If you not keen then I also not keen already”

• Tenacity: “I’m not going to give up on you until it’s a yes!”

• Urgency and scarcity: "Ok I give you 30 minutes to decide. If you decide now, we start the coaching now. The faster you decide, the more time you have for coaching"